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How do you currently see the marine
industry? Have you noticed an improvement to the Italian and international
market?

Get some industry insights from Marina Broker
one of Italy’s most successful marine businesses

The international marine industry has
had better times, our history tells us that,
certainly in Italy this goes in cycles and it is
influenced by different factors. We have had
rosy periods, big investments were made in
the industry creating some of the best boats
in the world. This involved developing new
technology, better human resources and
innovation. All of these factors contributed
to the saying “Made in Italy”! Sadly this era
didn’t last and we have had to face less
fortunate times where we seem to have lost
our capacity to create success from our skills
and expertise. In the last couple of years we
have seen an increase in enthusiasm within
the industry thus keeping our hopes high for
the future.

We interviewed Michele Raugei, broker at Marina Broker, about his thoughts on
the marine industry, how the industry has changed over time and what exciting
projects he is planning for 2017.

and my course in life was plotted. I carried out
nautical studies and was proficient with a
boat before gaining my driving licence.

already had 20 years of experience in
the shipyard Calafuria where he had
produced fishing boats from 6 to 12 meters,
these were designed by the pioneer Vincenzo
Catarzi.

It was essential for me to meet and mix with
like minded individuals which ultimately led
to me being in this position.

In the early years there were various
representatives which included local small
shipyards, this however changed with a
collaboration and consolidation of all the
former dealerships making Azimut Benetti
Group the main dealership for Tuscany and
Liguria. Demanding and difficult customers
enjoyed the changes and were satisfied
thus creating a brand that has grown a lot
over time. The brand is still well known
today for the quality of build, making it an
international prestige brand nowadays.

Michele Raugei

First of all, I would like to thank you for
your time in speaking with our team
from Boatshop24. To start this interview
could you tell us more about you and
your business?
My business Marina Broker was founded
40 years ago by my business partner
Marcello Modesti who wanted to promote a
prestigious brand of boats in Tuscany called
Mochi Craft. The founder of this brand

Personally, I consider myself fortunate to
have joined this company about 10 years
ago becoming Operational Director within 5
years. Our core business is predominantly
the brokerage of used motor boats from
30’ to 60-70 foot.

How and when did you discover your
passion for the marine industry?
I was born and bred whilst growing up in
a seaside environment and consequently
I blame my parents! I took my first steps,
then first dives before playing with a 4mt
motorboat coupled with an outboard
engine. My love for boats and the sea grew

Interviewed by Marco Lo Piano from our Boatshop24 team

It is essential when you approach an
international market to be dynamic and to
be able to change a problem into an
opportunity. Just recently, our salesman have
been overwhelmed by foreign customers

that propose ridiculous offers and are forced
to accept them. Looking on the bright side
the solution might be to not take on such
heavy finance which comes with the sale but
to look at better finance options which in
theory could lead to better options on new
build boats. Within our business the hope is
that we will return to producing and building
new models.

Do you have an anecdote to tell about
your time at Marina Broker?
I have so many stories a book wouldn’t
be enough to tell all! Sometimes you
create a special bond with a boat, it can
happen when you produce a new model and
then you sell it for it only to return several
years later for maintenance and servicing or
maybe taken in as part exchange. It has
happened where I have actually sold a boat
four times. I have a similar experience right
now with a boat named “Maria Teresa”
but
for
my
client’s
confidentiality
I won’t reveal anymore. I’ve even made
some clients so happy I’ve been invited
to holiday with them on board their
purchase.

How has the marine industry changed
during your working career? Has the
development of technology such as the
Internet changed the way you deal with
customers?

That’s easy to explain as we are going to be
busy on several fronts. Firstly, we need to list
more boats into the brokerage. We are going
to concentrate on yachts whilst breaking into
the superyacht market looking at boats over
20mts. In doing so, we will be able to offer a
much wider range of products.

Our team from Boatshop24 is building
websites for boat brokers. How did
you decide to use our Infinity website
solution for your business?
It’s always important to envisage your glass
half full not half empty and thus you remain
optimistic. We wanted to reorganise our
internal resources which would optimise
our work and Boatshop24 Infinity seemed
the best option to create an effective shop
window. Considering it was offered by
Boatshop24, a portal that we trusted and
that had always delivered strong leads
for our boats, it was not a tough decision.
Boatshop24 has been incredibly useful to
our business especially since we entered the
international markets. We also wanted to be
the first in Italy using this innovative solution
which will drive more traffic to our site whilst
generating enquiries from all across Europe.

How do you think Infinity will
impact your business and make a true
difference?
Well you can be the strongest, the most
skilled and the best organisation with the
best boats in the world but if you do not
know how to communicate it right to the
correct target audience, there will always be
someone else selling his boats much faster than you. Advertising is the best way to
get closer to your client. It is the first step
in gaining his trust. This is why we at Marina Broker always try to provide as much information and detail as possible about the
boats for our clients. We like to highlight the
most important information and take high
resolution pictures which we can then share
with our customers.

The industry has changed massively and
isn’t recognisable anymore. The last 10 years
have brought the biggest changes and this
has created new and better opportunities.
Recently thanks to our international
marketing we are receiving enquiries
from customers abroad which was never
previously possible. Some of these
international customers simply berth their
boats in Italy to take advantage of spending
their vacations in one of the most tranquil
and beautiful countries, Italy.
Of course nowadays competition is strong
and it is vital to create a strong network of
customers. Print media is rarely used now
whereas before the Internet all you could do
was design an advertisement using a single
picture and a small amount of text. Of
course, if you want to be successful now
you need to create a detailed offer and
present your boat in the best way with full
specifications and high resolution pics and
videos - otherwise you don’t even get a
response or enquiry.

What are your future projects for 2017?

Marcello Modesti

We are confident that Boatshop24 Infinity
will make a massive contribution to our business. We want to be visible and easily found
on the wold wide web. We want a solution
that will allow us to send a clear simple message to our customers. An essential tool to
the package is the Infinity app that allows us
to manage all of our stock directly from our
smartphone. Our motto is “always positive
and always thinking forward”.


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